A few weeks ago McKinsey’s Marketing and Sales practice published “What shoppers really want from personalized marketing.” It is the best paper I’ve read on the topic in years. And thank you, McKinsey, for sending it forth. Because “personalization” has become one of those awful clichés of retail strategy – oft-cited, but rarely thought-through or …continue reading Why Most People Are Wrong on Personalization
His CV includes leadership of North American retail consulting practice for Cisco Systems, and a prior stint at Intel, where he founded the companys sales and marketing focus on the retail industry. His perspective on technologys value in the industry has been shaped by advisory and project engagements in the United States, across the European Union, and in India, Australia, and the People's Republic of China, and from 15 years of executive sales and marketing experience in the U.S. apparel industry, working with the nations leading department and specialty stores.
At Intel, his current areas of research and engagement include the future of the store in this new digital age; how and where retailers turn data into competitive advantage; the role of technology within the new cross-channel shopper journey, and, the critical business and IT capabilities that industry success will demand going forward.
RECENT BLOG POSTS
How can you keep up with it? When it comes to keeping up with the pace of change in retail and retail technology, I often feel like Wile E. Coyote in pursuit of the Roadrunner. Left in the dust on a mesa of countless articles, links, videos, podcasts, and everything that, in good conscience, you …continue reading A (Real) Guide to the Store of the Future
I spent the past week with customers and partners. The inevitable topic: What’s coming next in retail-consumer goods, and when? Little disagreement on the first—all but those who deny the data can see the shift to cross-channel shopping, the coming changes in store purpose and capabilities, and the necessity for in-stream decision-making. The hard discussions …continue reading Retail-Consumer Technology – Right Time. Right Now.
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Journeys of miles start with single steps. Large fires start with a single spark. Those in search of game-shaping market transitions look for data that runs contrary to conventional wisdom. Allow me to bring to your attention some numbers from Nielsen, gleaned from a year-long primary research study. The topic: The state of FMCG retailing. And …continue reading The Fire Burning Within Retail
Just read yet another post on the future of the store. Once again, it was all about technology. Wearables. Beacons. Smart shopping carts. And no surprise, “personalized experience.” What’s missing? Even a thought about the shopper and more importantly, shopper expectations. Not experiences. Expectations. What will satisfy – and better yet, delight – the shopper? …continue reading Right-Sizing Retail Expectations for Today’s Consumers
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The recent news of Amazon’s purchase of Whole Foods has sparked a wide range of commentary, a bit of it mine. Most have remarked on Amazon’s size, retailing innovation (from Prime to Go to Alexa), strategic patience, and willingness to invest in tests worldwide. Few have spoken to the transformations underway in traditional fast-moving consumer …continue reading Reinventing the Future of Grocery Shopping
It’s tomorrow in retail-land. Want a product? A service? Say so to a listening device that understands your every word to over ninety percent accuracy, then translates your spoken word to an order, to a shipment, then to automatic billing, and finally to an established financial account. Most of us know this from Amazon’s brilliant …continue reading Let’s Chat About Conversational Commerce